Stock Options Abuse: Jail or Restraining Orders?
Which is a better deterrent to crime: jail sentences, or restraining orders? We normally apply these sanctions against perpetrators of domestic violence, or robbery. But what about the scandal du jour—endemic stock option abuse? Which is a better deterrent to stock options abusers: prison sentences, or structural reform around corporate governance? The latest twist in […]
Tips, Tricks and Trust
When I give seminars or training sessions, I often begin by asking for participants’ expectations. And reliably, at least one of the first two will say, “I’d just like to learn some tips and tricks to become more trusted.” Tips and tricks to become more trusted. Of course, my first reaction—which I’ve learned to stifle—is […]
Trust, Risk – and the Chevy Tahoe?
One of the biggest reasons sellers and marketers don’t become trustworthy is that they chicken out. At the last minute, they can’t give up control. They’ve got to tweak the truth just a bit; or whine just a touch to get the sale this quarter; or massage the message just a tad. And poof—self-orientation rears […]
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THE TRUSTED ADVISOR FIELDBOOK
The pragmatic, field-oriented follow-on to the classic The Trusted Advisor. Green and Howe go deep into the how-to’s of trusted business relationships—loaded with stories, exercises, tips and tricks, and deeply practical advice.
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TRUST-BASED SELLING
“Sales” and “Trust” rarely inhabit the same sentence. Customers fear being “sold” — they suspect sellers have only their own interests at heart. Is this a built-in conflict? Or can sellers serve buyers’ interests and their own as well? The solution is simple to state, hard to live—and totally worth the effort.
THE TRUSTED ADVISOR
This classic book explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions, and it has found a place on many professionals’ working bookshelves.